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The economic environment during the past year has been tumultuous to say the least. Your builder customers have lost many employees, probably restructured and re-forecasted dozens of times. You have to be aware that they might be getting temptations from competitors, including offers that give them better pricing.
Your competitors might offer them one-time better pricing, but you can offer a strong and stable partnership that offers them the best product and service available. With that said, there is a huge opportunity for you to show the strengths of SCHULTE. You need to keep selling your best customers – remove the temptations. And remember, you need to be selling top-to-top. Get in their offices and sell the purchasing manager and the operations manager.
- Drop in on them to be sure everything is running smoothly. Make sure they know you are watching over their program and that you are available.
- Show them the core strengths of SCHULTE - our products have 30% more steel than competitors and our patented hardware reduces their labor and their costs. The strength of our system means fewer callbacks for them.
- Check their storage upgrade program. If they don’t have one in place, show them the benefits of starting one.
- Check their model homes and design centers – be sure the product looks good and that the right literature is in place.
- Remind them of the green features of SCHULTE product so that they can be incorporated in their next sustainable development.
- Show them the value that you bring to the table!
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